General Summary:

The Area Sales Representative is responsible for nurturing customer relationships, identifying and following up on leads, establishing rapport with current and potential customers, and acting as a liaison between assigned customers and our Operations team. The Areas Sales Representative’s primary focus will be to maintain relationships with their assigned customer base with a secondary focus on gaining new business through lead generation and referrals.

The Commercial and Industrial sales team focuses on several industrial lubricant solutions including, commercial vehicle lubricants, industrial lubricants, and industrial engineering services. We strive to be a partner to our customers and provide comprehensive lubricant programs that encompass all of their needs. Our Commercial Vehicle Lubricants are used in on-road and off-road commercial vehicles TMC supports the on-road highway and trucking segment of commercial fleets, including Paccar, Volvo-Mack, Mercedes, and Detroit Diesel. We also support the off-highway and general construction segment, including Caterpillar, Volvo, Komatsu, and John Deere. We also provide our customers with Industrial Lubricants which are made to protect equipment while boosting productivity and keep machines running at full capacity. McPherson provides industrial lubricants to a wide range of industries, such as pulp and paper, steel, pipe, plastics, automotive, mining, quarry, power generation, chemical, natural gas, and general manufacturing. Aside from providing the lubricants themselves, TMC also provides our customers with industrial engineering solutions including, in-depth plan reviews, storage and handling studies, leak studies, oil analysis, lubrication training, reservoir maintenance, hydraulic inspections, used oil analysis, and gear and bearing inspections. These services help us provide our customers with comprehensive lubricant programs that meet all of their lubricant needs.

Primary Responsibilities and Duties:

• Foster and maintain relationships with assigned client base by establishing rapport and building trust.
• Act as a liaison between assigned customers and our Operations and Customer Experience team. Support account maintenance and service calls as needed.
• Participate in research to help resolve product, service, and delivery issues
• Act as a partner to your customers by understanding their needs, suggesting solutions, and following up on problems.
• Follow up on online, call in, and referred leads. Ensure all efforts are recorded in company CRM.
• Generate leads by cold calling, gaining referrals, and making sales calls within assigned territory.
• Review and track sales volumes and report field activities to management on a weekly basis.
• Travel throughout an assigned territory to assist in calling on regular and prospective customers
• Become a trusted advisor for assigned client base by learning our manufacturers programs and educating clients on best lubrication practices.
• Prepare sales contracts, prices quotes, and credit applications for customers. Effectively present information to customers in order to close the deal.
• Ethically and professionally represent The McPherson Companies, our products and programs to customers and prospects.

Position Requirements:

• 3 years plus sales experience with excellent communication, organizational, and closing skills
• Bachelor’s degree preferred or equivalent experience in the industry
• Previous industry field environment experience desired
• Able to utilize latitude given within job parameters to make independent decisions
• Verifiable work history and previous success building and maintaining relationships

Position Competencies:

• Ability to work independently as well as with a team.
• Ability to work in a fast-paced environment, performing multiple duties/tasks within defined deadlines.
• Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines.
• Responsive to the needs of customers internal and external.
• Sense of urgency and commitment with strong follow up skills.
• Proven precision and attention to detail with a high level of accuracy.
• Demonstrate a professional and positive attitude in all internal and external customer interactions.
• Excellent interpersonal skills, written and verbal communication, and listening skills.
• Self-driven and motivated individual with excellent planning and organizational skills.
• Display proficiency with Microsoft Office Word, Outlook, PowerPoint, etc.

Working Environment:

The work of this position is performed in an environmentally controlled office environment. This position requires the ability to work under pressure and communicate with a diverse population including other employees, customers, vendors, etc. This position also requires prolonged periods of sitting in a regular seated position as well as the use of general office equipment including phones, printers, computers, (mouse, keyboard etc.)

The job description of the Area Sales Representative is not inclusive and is subject to changes, additions, and deletions as determined by the supervisor.

The McPherson Companies, Inc. is an Equal Opportunity Employer – M/F/Vets/Disabled.